ERPln for CRM Closed Loop Direct Sales and Marketing - PDF - PDF by eht18648

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									            ERPln for CRM: Closed Loop Direct Sales and Marketing

                                                                                                                                                                              Closed-loop Direct Sales and Marketing Process                                                                                                                                                                                                    ERPln for CRM: Direct Sales and Marketing
                                                              EDI                                                                                                                                                                                                                                                                                                                                                               Direct sales teams carry the responsibility for achievement of sales
                                                                                                                                                                                                                                                                                                                                                                                                                                objectives and enhancing customer relationships. Rising sales costs,
             Customers                                                                                                                                                                                                                                                                                                                                                                                                          growing business complexity, new sales channels, corporate restructuring
                                                                                                                                                                                                                                                                                                                                                                                                                                and globalisation of markets can overwhelm and marginalise the field
                                                             Web                                                                                                                                                                                                                                                                                                                                                                sales person's role, with disastrous consequences for sales performance
                                                                                Customer                                         MAKE                                                                                                                                                                                                                                                                                           and planning.
                                                                                 Portal                                                           PLAN                                                                                                                   Product         Plan                                Configuration
                                                                                                                   SELL                                                                                                    Response handling                             Account         Forecast                                                                                                                               At the same time, marketing departments are charged with filling the
               Suppliers                                   Phone                                                                                                                                                                                                                                                             Pricing
                                                                                                                                                                                                                           External agency                               Contact         Team work                           Proposal                                                                                           sales funnel with highly qualified leads as well as meetingexisting
                                                                                 Supplier                                                                MOVE                                                              Interaction Centre                            Competitor                                                                                                                                             customer demands with personalised interaction experiences.This leads
                                                                                  Portal                                                                                                                                                                                                                                     Com mitment
                                                                                                             BUY                                                                                                                                                                                                                                                                                                                to a confusing mix of marketing programs, campaigns and events
                                                             Fax                                                               ERPln                                                                                           Qualify                                           Funnel                               Configure & Price
                                                                                                                                                                                                                                                                                                                                                                                                                                targeting a variety of clients and prospects. The overarching theme is
                                                                                                                                                                                                                                                                                                                                                                                                                                that sales and marketing must work together to streamline operations,
                                                                                                                                                                                                                                                                                                                                                                                                                                meet customer demands, and deliver feedback back into theprocess for
                                                                                 Partner                                                               ACCOUNT
                Partners                                                                                                                                                                                                                                                                                                                                                                                                        improvement in the next interaction cycle.
                                                                                  Portal
                                                                                                               SERVE
                                                            Email
                                                                                                                                                                                                                                                                                                                                                                                                                                The closed-loop direct sales and marketing cycle doesn't simply start with
                                                                                                                                           DEPLOY
                                                                                                                           DESIGN                                                                                                                                                                                                                                                                                               a marketing campaign and end with an order. In the closed-loop process,
                                                                                Employee                                                                                           Campaign                                                                                                                                                                                                                                     customer and order information is fed back into the loop foruse in
                                                            Vo/IP
                                                                                 Portal                                                                                                                                                                                                                                                                           Order                                                         planning more successful campaigns. To be effective, this process requires
             Employees                                                                                                                                                                                                                                                                                                                                                                                                          information from many systems. For example, marketing, sales, order
                                                                                                                                                                                                                                                                                                                                                                                                                                management, fulfilment, service, support, and financial systems all contain
                                                                                                                                                                                                                                                                                                                                                                                                                                relevant information when analysing customers and their needs. Separate
                                                                                                                                                                                                                                                                                                                                                                                                                                information systems that deliver web store-fronts, or automate contact
                                                                                                                                                                                                                                                                                                                                                                                                                                management or direct marketing campaigns often failto deliver
                                                                                                                                                                                                                                              Plan                                                         Analyse & Report                                       Availability                                                  measurable returns or support real improvements in customer
                                                                                                                                                                                                                                                                                                                                                                  Plan                                                          relationships and fail to provide improved management information
                     Enterprise Integration                                                                                                                                    Advertise                                                                                                                                                                          Manufa cture                                                  because they don't address the entire cycle. It is imperative that these
                     ERP integration with Sales and Marketing syste ms extends the                 Stand ard integrations to E R Pln includes:                                 Mail Email                                                                                                                                                                         Promise                                                       systems actually work together throughout the process.
                     valu e of all syste ms by fo cu sing on f urth er co st re du ction in        ·   Synchr oniz atio n of Custo mer infor matio n
                     order processing and validation processes.                                                                                                                Telephone                                                                                                                                                                          Deliver
                                                                                                   ·   Synchro nization of Sales Qu otes                                       Seminar                                                                                                                                                                                                                                          Ensuring that your customer facing organisations like sales and marketing
                     The Sale s Or der define s the inte gration point betw een                    ·   Sales Quot e to Order Conv ersion                                                                                                                                                                                                                                                                                        work efficiently and effectively is as important for your businessas it is
                     sales/ mar keting an d the b ack office. A s ales or der ide ntifies the      ·   Sales Order Updates                                                                                                                                                                                                                                                                                                      your customers. Many of the benefits that the closed-loop salesand
                                                                                               ,
                     pro du cts a nd ser vice s s old, b ut in or der t o fulfil a sale s or der                                                                                                                                                                                                                                                                                                                                marketing process brings to your organisation also translate intobenefits
                     additio nal data lik e ship pin g and billing inf or mati on needs t o be     ·   Administration
                                                                                                                                                                                                                                      Segment selection                                                          ROI                                                                                                            for your customers. With targeted marketing campaigns basedon careful
                     add ed. T his infor matio n may be c ollected by the sales s yste m or        ·   Sta nd ard Ite m (Pr odu ct) Dow nloa ds
                     added to the order as it is passed into the ERP system. The ERP                                                                                                                                                                                                                             Conversion                                                                                                     analysis of the customer profile, as well as their wants and needs, you can
                                                                                                   ·   Do main Table Dow nloads                                                                                                       Modelling
                     system controls information regarding fulfilment of the order, for                                                                                                                                                                                                                                                                                                                                         be sure that only those customers who are likely to be interested are
                                                                                                   ·   ATP                                                                                                                            Allocate Resources                                                         Feedback
                     example whether t he goods sold are currently in stock orwhe n                                                                                                                                                                                                                                                                                                                                             included. That means your marketing money is well spent, and your
                     they are sc he dule d for pro du ctio n, whe n th ey c an bedelivered,        ·   Error Handling                                                                                                                                                                                                                                                                                                           customers aren't annoyed with unwanted or inappropriate offers. Arming
                     etc. Often, it is important to obtain this information befor e th e                                                                                                                                                                                                                                                                                                                                        your direct sales representatives with the tools and information they need
                     ord er is act ually plac ed. Th us, t he int egr ate dappr oach deliv ers                                                                                                                                                                                                                                                                                                                                  to quickly address customer inquiries with accurate quotes and proposals
                     signific ant i mpr ov ement in th e or der pro ce ss.
                                                                                                                                                                                                                                                                                                                                                                                                                                translates to reductions in response time as well as rework. In the end,
                                                                                                                                                                                                                                                                                                                                                                                                                                that means increased satisfaction for your sales and marketing teams as
                                                                                                                                                                                                                                                                                                                                                                                                                                well as your customers.




Products

                                                                                                                                                                                                                                 ConfigurationPlus                                                           DBSync                                               SalesPoint                                                               E-Sales
 ERPln for CRM Direct Sales                                       MarketingPlus                                                                   SalesPlus
 & Marketing                                                                                                                                                                                                                                                                                                                                                                                                                               Business customers want a fast, safe, professional experience
                                                                  Maximise R OI by cutting dow n on la bour inte nsive                            SalesPlus helps sales representatives manage every aspect of every             Sales people are constantly challenged to meet the prioritisedneeds         One of the issues facing field sales                 ERPln SalesPoint is a we b-bas ed selling tool that auto mates the
                                                                                                                                                                                                                                                                                                                                                                                                                                           when they buy. They can choose from numerous suppliers and
                                                                  activities, effectively developing pers onalised                                sales opp ortunity. It autom ates the quoting and pricing process,             of their customers, balance d against their own products'capabilities       organisations is access to critical corporate        process of creating personalised and accurate quotes and
 ERPln for CRM Direct Sales and Marketing                                                                                                                                                                                                                                                                                                                                                                                                  multiple cha nnels both online an d offlin e. Th eir choice de pends
                                                                  relationship s, turnin g qualified inq uiries into sales                        streamlining the admi nistrative details of preparin g customisedletters       and options. With ConfigurationPl us, the sales represe ntative is          information at the time of interaction with          proposals, including tools that ease the challenge of compl ex
 applications provide overlappi ng functionality                                                                                                                                                                                                                                                                                                                                                                                           on ho w easy it is to get what they w ant, when they w ant it, at the
                                                                  leads and tracking and analysing campaigns.                                     and prop osals. It also manages key account relationships andprovides          autom atically guided to the products and optio nsthat best meet thei r     the customer. When your sales represent-             produ ct pricing and configuration scenarios. It is designed to
 throughout the closed loop direct sales and                                                                                                                                                                                                                                                                                                                                                                                               price th ey w ant to pay. With E-Sales, your company's ability to
                                                                                                                                                  easy access to product literature, fact sheets, presentationsand               customer's needs while only valid combination s are selected. The           ative s are face to face with the customer, they     increase sales efficiency by automating admi nistrative tasksfor
 marketing process, enabling sales organi sations to                                                                                                                                                                                                                                                                                                                                                                                       meet those customer expe ctations can be a key differentiator     .
                                                                  Applies to the steps in the above process:                                      competitive intelligence - essentially everything a sales repneeds to          sales person doesn't have to face a "trial and error" ap proac h to         don't always have access to the corporate            the sales representative. It also helps increase revenue through
 maximi se sales and mark eting performance
                                                                  · Plan - identify campaig n objectives and timefram es,                         turn qualified marketing leads into real sales orders.                         designing an optim al solution for eve n the mostcom plex problem.          server. Web bas ed tools require the user to         accurate product configuration and pricing, whichelimi nates
 through multiple selling chann els while enh ancing                                                                                                                                                                                                                                                                                                                                                                                                                                              -
                                                                                                                                                                                                                                                                                                                                                                                                                                           E-Sales uses the Internet to help speed up the order to-delivery
                                                                    identify program types, manage and maintain                                                                                                                                                                                              be tethered to the network, but DBSync               errors and it helps to improve market pen etratio nthrough
 customer relationships and reducing operatio nal                                                                                                                                                                                                                                                                                                                                                                                          process, improve customer service and reduce sales costs.
                                                                    prospect lists                                                                Applies to the steps in the above process:                                     Applies to the steps in the above process:                                  enables field users to operate on a stand-           gener ation of a uniform product message that can be used
 cost. ERPln for CRM includes a variety of sales                  · Campaign - define cam paigns and programs, prepare                                                                                                                                                                                                                                                                                                                     Customers get 24x7 access to negotiated pricing, inventory
                                                                                                                                                  · Qualify - define opportunity details, manage contact relation ships          · Configure and Price - automate dependency checking and price              alone basis with update d informatio n.              across multiple sales channels.
 and marketing automation products that work                        and execute scripts, identify and assign tasks                                                                                                                                                                                                                                                                                                                         availability, accurate ord er estimate s, ord er placement and
                                                                                                                                                  · Funnel - move opportunities throug h funnel phases ba sed on                   calculations for complex scenarios - ties to create quotes and            Patented ERPln for CRM DBSync technology
 together or on their own to meet your compa ny's                 · Qualify - execute campaign s, identify prosp ect interest
                                                                                                                            ,                                                                                                      proposals in SalesPlus                                                                                                                                                                                  tracking. You get a 24x7 channel to your business customers
                                                                                                                                                    actionable steps                                                                                                                                         automatically dow nloads the newe st leads,          Applies to the steps in the above process:
 CRM needs.                                                         pass qualified prospects to SalesPlus as opportunities                                                                                                       · Order - create list of order item s - for compl ex prod ucts a single                                                                                                                                   and a dramatically im proved order entry process.
                                                                                                                                                  · Configure and Price - identify products for opportunity, create                                                                                          customer data, account updates, product and          · Configure and Price - search prod uct catal ogue, select and
                                                                  · Analyse and Report - defin e campaign metrics, revi ew                          quotes and proposals                                                           prod uct may contain multiple sub-pr od ucts on an order                                                                         configure items, automatically gen erate a quote with
                                                                    results, adjust campaigns for optimal performance                                                                                                                                                                                        pricing information to a remote laptop when
 This puts the right information in front of the                                                                                                                                                                                                                                                                                                                    personalised pricing                                                   Applies to the steps in the above process:
                                                                                                                                                  · Order - closed deal becomes a sales order - integration with ERP                                                                                         its con necte d to the netw ork, so the
 right peo ple at the right time is what really sets                                                                                                for order processing                                                         ConfigurationPlus Features:                                                                                                      · Order - confirm a qu ote, move st atus to order ed                     · Configure and Price - brow se product catalogu e, select
                                                                  MarketingPlus Features:                                                                                                                                                                                                                    inform ation is still av ailable to the user w hen                                                                              and configure items
 this solution apart from the competition. From                                                                                                   · Analyse and Report - identify opportunity metrics, revi ew re sults,         · Guaranteed 100% configuration accuracy
                                                                  · Prospect list ma nagem ent                                                                                                                                                                                                               they're working without a network connection.                                                                                 · Order - confirm order, make paym ent, check order status,
 marketing campaign design, lead generation,                                                                                                        adjust sales te ams & goals for optim al perform ance                        · Define "bo und arie s" of product options at any time ba sed on                                                                SalesPoint Features:
 opp ortunity mana ge ment, sales configurationand                · Campaign design, management and execution                                                                                                                      any prod uct characteri stics (size, wei ght, speed, delivery time,                                                                                                                                       track delivery
                                                                                                                                                                                                                                                                                                             With DBSy nc, field perso nnel know that the         · Custom er Account Manag ement including relatio nships
 quot e ge neration to finally clo sing the deal, and             · Event registration, planning and tracking                                     SalesPlus Features:                                                              price, etc)                                                                                                                                                                                             · Reporting & Anal ysis - purc hase history, account balances,
                                                                                                                                                                                                                                                                                                                                                                    between compa nies, contacts, addresses and quotes
                                                                                                                                                                                                                                 · Optimise a solution base d on product characteristics at the              information they receive is the late st and not                                                                                 paym ent histories
 analysing the results, robust functionality that                 · Dynamic call script developm ent and execution                                · Opportunity Management                                                                                                                                                                                        · Pro duct Cat alogue inclu ding detaile d prod uct infor matio n
                                                                                                                                                                                                                                   touch of a button                                                         something that has been extracted and stored
 couples customer information with relev ant                      · Org anise marketing activity w orkflow                                        · Sales funnel & forecasting                                                                                                                                                                                      and hierar chical product groupings
                                                                  · Assign and manage teams marketing teams and track                                                                                                            · Auto matically prompt for alternatives w hen selection is                 some time in advance. It gives your sales team                                                                                E-Sales Features:
 produ ct and pricing data ties together all asp ects                                                                                             · Automated quotin g, including com plex pricing                                                                                                                                                                · Auto mat ed qu otin g and pricing bas ed on customer and
                                                                    task com pletion                                                                                                                                               not available                                                             the ability to do business anywhere, anytime           product attributes                                                     · Product Catalog ue incl uding pricing
 of the de al an d supports th e entire direct sales                                                                                              · Auto mat ed propo sal gen eration
                                                                  · Customi se and track special offers & promotions                                                                                                             · Select standard options at the touch of a button - without                and DBSync is the only solution of its kind that     · Com plex product configuration made easy                               · Shopping Basket
 and mark eting cycle.                                                                                                                            · Create, assign and track tasks and appointments
                                                                  · Campaign bud geting, metric definitions and tracking                                                                                                           invalidatin g with any pre-selected features                              scales to thousands of users.                        · Auto mat ed D ocu ment Generation for perso nalized                    · Credit Card trans actions
                                                                                                                                                  · Patente d rem ote synchronisation tec hnology keeps rem ote users
                                                                                                                                                    up to date                                                                   · Status of the solution at a glanc e                                                                                              propos als, product information, sales liter ature, com pany           · Order status
                                                                                                                                                                                                                                                                                                                                                                    information, etc.                                                      · Delivery tracking



                                                                                                                                                                                                                                                                                                                                                                                                                                  Suite 15, Level 3
                                                                                                                                                                                                                                                                                                                                                                                                                                  30 Atchison St
                                                                                                                                                                                                                                                                                                                                                                                                                                  St Leonards NSW 2065
                                                                                                                                                                                                                                                                                                                                                                                                                                  Ph: +61 2 9460 9799
                                                                                                                                                                                                                                                                                                                                                                                                                                  E: pcockley@proinitiative.com.au

								
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